Nat Burgess on The Capital Multiplier: Technology M&A in today’s market

Mergers and acquisitions aren’t just an exit—they can be a purposeful way to grow. In a recent podcast appearance, Nat Burgess, founder of TechStrat, discussed how M&A can help technology companies scale, expand capabilities, and respond to quickly evolving markets.

Drawing on experience across investment banking and law, Nat emphasized the value of understanding both the buy-side and sell-side. The best transactions happen when teams get clear early on what each side is optimizing for—strategic fit, risk, valuation, speed, or long-term outcomes—and align around that reality.

Nat also highlighted two factors that often separate smooth deals from stalled ones: timing and relationships. Market cycles shape buyer appetite and decision-making, while strong relationships can build trust, improve process efficiency, and help navigate inevitable friction during negotiations.

Finally, he pointed to structural shifts in the M&A landscape, especially as AI influences what buyers prioritize. As buyer focus changes, companies need to think differently about positioning—what makes them defensible, integrable, and strategically valuable right now.

Listen to the episode on Spotify: https://open.spotify.com/episode/0VFKSPwHdT3pKyffSOYeqd